The
Chief Sales Officer (CSO) is a member of the Executive Leadership Team responsible for the sales function of the company, driving top-line revenue growth aligned to achieve the North Star goals. The right leader will be highly strategic; understand the customers, be deeply passionate about the product, supply chain risk management and the potential. They will also bring a deep knowledge of value-based selling methods that attract, motivate and inspire a high-performance culture and a keen focus on building robust and repeatable processes including automated reporting to support decision making. Expertise selling complex enterprise software in regulated markets is required along with a proven track record of relentless execution by leading winning teams that consistently meet or beat sales targets.
What You Will Do
Executive Sales Leadership
- Develop and implement a comprehensive commercial, aerospace/defence and federal sales strategy that is aligned with the company’s business objectives and North Star goals. Lead business development, inside sales, account executives, solutions consultants and Go-To-Market partnerships.
- Engage executive sponsors and implement strategies that align with business outcomes, foster deep relationships, and create a structured approach for sponsor involvement. Encourage executive sponsors to build personal relationships with customer executives, going beyond transactional interactions. This strengthens trust and increases influence in the decision-making process.
- Collaborate with the Executive Leadership Team to define key strategies and make decisions that maximize the value of the company. Leverage data, metrics, market insights and trends to identify growth opportunities and other paths to revenue that will speed the growth.
- Forecast and set sales targets and budgets in partnership with the Chief Financial Officer and Head of Revenue Operations.
- Collaborate with Marketing and Product teams to ensure product-market fit and promotional strategies are aligned with sales goals.
- Collaborate with Customer Success to embed value delivery across the customer journey, building deep relationships with prospects that will turn into highly engaged customers who advocate for the company.
- Continuously assess market changes and innovate sales practices to stay competitive.
- Lead change initiatives within the sales organization to drive efficiency and adapt to evolving market conditions.
Sustained Pipeline Development
- Leverage deep insights of enterprise SaaS selling practices to build a highly effective, consistent and scalable pipeline forecast model.
- Partner closely with CFO, CPMO and Head of Revenue Operations to identify key growth opportunities and other paths to revenue that will speed the growth.
Partnerships
- Develop and implement a partnership strategy to grow the pipeline within the commercial, aerospace/defence and government channels. This will include Identifying key target partners in the SCRM space and develop commercial proposals, and in collaboration with Marketing, develop partner enablement collateral and training to optimize those relationships.
- Incorporate partner planning and reporting into holistic sales processes, including target setting, pipeline review, etc.
Executive Leadership
- Authentically model the company’s values of innovation, teamwork, passion, agility, trustworthiness and diversity.
- Excellent communicator and collaborator. Set a clear vision for Sales and execute an action plan that considers the right balance of people, process and systems needed to achieve the ambitious growth goals.
- Has an exceptional eye for talent and up-levels the organization by prioritizing the investment in both their leaders and employees. Lead by building a deep sense of trust, empowerment, transparency and inclusion.
- Visible leader internally and externally; inspiring the trust and confidence of the prospects and customers that the company is the long-term partner they need to power their supply chain.
- Take ownership in creating a culture where diverse teams thrive. Promote diversity, equity, and inclusion within the product and technology organization, fostering a supportive and inclusive work environment.
Stakeholder Engagement and Communication
- Collaborate with executive leadership, board members, and other stakeholders to align sales initiatives with the overall business strategy. Clearly articulate a vision, develop a strategy and successfully execute a plan.
- Communicate progress, challenges, and key milestones to stakeholders through regular updates, presentations, and reports.
- Establish data governance policies and procedures to ensure data integrity, privacy, and compliance with regulatory requirements.
- Utilize data-driven insights to measure sales success, identify areas for improvement, and inform future product iterations. Use data and KPIs to effectively manage the business.
- Build strong relationships with customers, partners, and industry experts to gather feedback and identify market opportunities.
Financial Management and Budgeting
- Develop and manage budgets for sales investments and operational expenses.
- Ensure efficient use of resources and alignment with strategic priorities to maximize return on investment.
- Monitor financial performance against targets, identify variances, and implement corrective actions as needed.
What You Will Bring
- 10+ years of complex enterprise sales leadership experience as the senior executive reporting to the CEO with direct Board engagement. Experience growing new logo sales in complex enterprise, aerospace/defence & US Federal customers required. Supply Chain Risk Management strongly preferred.
- Experience scaling a high-growth company in a metrics-driven culture, driving results through well executed strategies. Exceptional pipeline management and expertise in value selling methodologies required. Private Equity backed experience preferred.
- Experience working in a customer-centric organization that delights customers and drives business growth. Must bring demonstrated experience interacting with the full spectrum of customer personas from the decision maker to business user at stages across the customer lifecycle. Effectively translates complex technical concepts into simple, elegant solutions.
- Transformational people leadership, exceptional communication and stakeholder engagement skills. Brings a strong sense of ego-maturity and emotional intelligence. Deeply collaborative with a team-first mindset. Prior experience leading in a fully remote environment desired.
- Execution focused and data driven balanced with strong business acumen and strategic thinking skills. Experience leading planning and prioritization processes. Use KPIs and data to inform decision making and evaluate ROI.
- Ability to translate technology trends into actionable business opportunities. Experienced in analytical and operations-driven roles with a focus on process optimization and efficiency.
- Thrives shifting from thinking strategically to delivering tactically. Works well in a fast-paced environment, juggling competing priorities and manages effectively through ambiguity. Proven ability to manage complex projects, prioritize competing demands, and make data-driven decisions under tight deadlines.
- Established relationships within the supply chain risk management industry critical to the company’s business are highly valued. The ability to access stakeholders in key companies based upon historical relationships will be recognized as a significant strength.
- Bachelor’s or master’s degree in Business, Marketing, or related field. MBA preferred.
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